On June 26th at 5 am, the gun went off and I took my first step in the Western States 100 – a 100.2 mile ultra-marathon from Olympic Valley, CA to Auburn, CA. The course included more than 18,000′ of elevation climb and daytime temperatures of more than 100 degrees. I officially started training […]
VIEW POST
Startups are ultramarathons, even though most of us are sprinting every day – Sprinting to the next product release… Sprinting to nail down the next sale… Sprinting to get to the next funding round… Even though you’re sprinting every day, it’s important to remember that the path you chose is a long journey. Over […]
VIEW POST
In this episode of the Startup Selling Podcast, I interviewed Alexine Mudawar & Gabrielle Blackwell. Who is Alexine Mudawar? Carrying 8+ years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. Outside of her day-to-day sales role, She is […]
VIEW POST
Demos are where sales opportunities go to die. Unless you’ve got a Prospecting Partnering System in your #sales process. It’s fun finding new leads, diving into problems, and talking about what’s possible with your help. Demos – Nothing more fun than showing off your product to an eager prospect. Proposals may not be fun […]
VIEW POST
“Demo” should NEVER be a stage in your sales process. In fact, your entire sales process should minimize your product as much as possible. Yes, really. That’s why Demo Design is one of the 9 Sales Accelerators. If you’re running your demos the wrong way, I bet every one ends with three things –– […]
VIEW POST